Digg It - Business

We negotiate every day. There are negotiations in sales, customer service, interviewing for a position, and relationships between vendors and suppliers. The most powerful tool

According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product

in negotiations is not what we say, it is what we hear. Make a checklist of these five items and apply it to your next negotiations.

Active Listening

If in person, u

; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.

Examples of combination products may in

se body language to demonstrate your attentiveness. Make eye contact, respond to to statements with visible recognition, and do not allow yourself to be distracted by other ac

lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.

ivities or people. In not in person, be direct in questions and patient when receiving responses. Use "Active Listening Techniques" to get the most out of the communication. L

here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe

isten for the Values implied as well as the ones stated.

Ask Questions

Even when you think that you may know the answers, prompt the other person to explain the situa

d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.

Combination pro

tion or opportunity from their perspective. Listen closely to the perspectives and emotions that are implied, as well as the ones that are stated.

What's In It For Me?

ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc

Be honest and direct in sharing your objectives, and encourage the same in return. Understand the priority your own goals and communicate them clearly and concisely. Take tim

easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi

e to discuss and document the goals, obstacles, opportunities and commitments of the other person. Let them communicate these needs and capabilities "in their own words". Find

nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically

common goals and commitments.

Be a Partner, not a Judge

Focus on the facts and control emotions. If there are emotions, understand the facts and circumstances that c

and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ

ntributed to creating the emotional response.

Write it down

Take notes during the conversation or document the highlights when the communication if done. Share the do

ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi

cument, confirm consensus, and identify the next critical steps if continuing the negotiation, the sale, the issue resolution, or the general commitments. Conversations lead t

ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.

Following aspects would a

o negotiations, and these result in mutual commitments. Document the commitment to avoid confusion that can come from difference of opinion or perspective.

__________________

dd to the challenges in developing combination products:

Which markets to tap where the combination products can do fairly well?
Which combination prod

___________________________________

Words of Wisdom

"Others can stop you temporarily - you are the only one who can do it permanently." - Zig Ziglar, founder and CEO

cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin

, Ziglar Training Systems, author of "See You at the Top"

"Companies are no longer setting the agenda for what customers want. They're finding out where the agenda is being s

tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen

et and enhancing it. The customers decide what's important. Your job is to listen and respond." - Awram Miler, technology consultant

"Nobody wants to buy what you sell. What

t?

As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel

they want are the business results they can achieve by utilizing what you sell to pursue their own goals and objectives." - Bill Stinnett, "Think Like Your Customer"

_______

ping new procedures for reviewing their safety, efficacy and quality.

Professional from academic institutions, pharmaceutical industries, health care indust

_______________________________________________

FREE SAMPLE Course & Companion Workbook

(Designed for trainers, this material can also be used for self-improvement st

y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products

udy)

Active Listening Skills

Includes Course Presentation and Companion Guide Workbook Train yourself to hear and Understand Content and Feeling of the speaker's mes

.

As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de

age. Important skill for leaders, managers, sales, customer service and working with colleagues. Course covers Listening Habits, Attending Skills, Reflecting Skills, and Barri

elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.

Companies that provide selfless information through particip

ers to Effective Communication. Certificate of Completion

(Cut and paste this link into your web browser: http://www.executiveblueprints.com/agenda/0306activelistening.htm

tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products

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What does shortening product life cycles imply for the work of the designer and indicateings for a need to tie in marketing with research?

So, you're thinking about doing some marketing. If you're a small business owner, chances are you've already discovered that your options are practically endless.

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